Account Executive, SMB

Responsibilities

• Own and grow a designated geographical territory or country within EMEA, focused on SMB accounts with up to 1,000 employees.
• Hunt for new business, build pipeline, and close new customer opportunities.
• Upsell and cross-sell 1Password solutions, including Extended Access Management, within existing accounts.
• Prospect through outbound activity, inbound leads, cold calling, networking, and industry events.
• Meet or exceed monthly and quarterly sales quotas and KPIs.
• Manage account planning, territory strategy, forecasting, pipeline pacing, and mutual action plans using the MEDDPPICC sales process.
• Build multi-threaded relationships with customer stakeholders and company decision makers.
• Present and negotiate value-based solutions aligned with customer needs and business objectives.
• Collaborate with BDR, Solutions, Channels, Onboarding, and Customer Success teams.
• Stay current on cybersecurity, Identity and Access Management, and related industry trends.
• Travel within the region for client meetings, trade shows, conferences, and industry events.

Requirements

• 2+ years of SaaS sales experience, preferably in cybersecurity, focused on SMB or mid-market accounts; alternatively, experience as a high-performing BDR with successful outbound results.
• Fluent written and spoken German.
• Experience owning a geographical territory or country within EMEA.
• Proven record of meeting or exceeding sales quotas and KPIs.
• Experience upselling and cross-selling to new customers and existing accounts.
• Skills in prospecting, pipeline building, account planning, value-based selling, territory management, pipeline management, forecasting, and negotiation.
• Ability to present to decision makers and make technical concepts accessible to non-technical stakeholders.
• Ability to understand and articulate complex cybersecurity concepts, particularly Identity and Access Management.
• Strong written and verbal communication skills, including use of Slack and Zoom.
• Resilient, self-motivated, collaborative, coachable, and able to work effectively in a remote environment.

Nice to Have

• Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.

Compensation and Benefits

• Annual base salary of £44,000–£62,000 GBP.
• Commission eligibility.
• Immediate participation in benefits including health, dental, and pension plans.
• Paid time off, equity grant, and, where applicable, incentive program participation.